Enterprise Sales Development Representative

• Growth and Development: Our team has an aversion to complacency. We are always looking to improve both individually and as a team. Being open to and implementing feedback will be critical success factors in this role and at Toptal. As you become more comfortable in the role, you will help evolve our demand generation strategy and tactics.

In the first week, expect to:

• Onboard and integrate into Toptal.

• Learn Toptal’s model, our value proposition, and our story.

• Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.

• Learn the breadth of Toptal’s impact on the world’s largest companies.

• Grasp the importance of the SDR function to the success of Toptal.

• Understand our sales method and our selling process to set you up for success.

In the first month, expect to:

• Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios.

• Learn how to use Salesforce.com (our CRM) and other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator).

• Integrate into your pod, partner with Enterprise Sales Executives and Client Partners, and begin targeting strategic accounts.

• Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.

• Learn how to analyze industry drivers, business problems, and target buyers.

In the first three months, expect to:

• Become fully ramped on the SDR team, attaining your metrics, which include calls, emails, and other sales activities.

• Exercising discretion and independent judgment, uncover new opportunities within existing accounts and target accounts that result in revenue-generating engagements for Toptal.

• Hit call/email quotas and fully ramped objectives.

• Become proficient in using our SaaS tools.

• Learn how to maintain excellent data integrity in Salesforce.com.

In the first six months, expect to:

• Continuously hit fully ramped quotas and objectives.

• Assist with training and onboarding new SDRs.

• Build new and existing client relationships, expand Toptal’s partnerships, and continue to execute account plans.

• Suggest, implement, and experiment with new lead and demand generation activities.

In the first year, expect to:

• Have built a portfolio of net new accounts from the strategic account list.

• Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper sales development practices can improve relationships and increase revenue.

Qualifications and Job Requirements:

• Bachelor’s degree is required.

• 1-3 years of experience as an Enterprise SDR.

• Knowledgeable. Broad understanding of business challenges encountered by Enterprise clients.

• Critical thinking. Critically think through the challenges clients face to create new opportunities from unsigned clients and accounts.

• Perseverance. Be relentless and push towards your goal.

• Passion. Enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection.

• Outstanding written and verbal communication skills.

• Curiosity. A desire to understand people, their problems, their companies, and their industries.

• Conscientiousness. We’re not doing a simple SaaS sale, so discussions may get technical. Understanding sophisticated issues and explaining them to clients is important.

• Motivated. Be highly motivated and continuously strive for personal and professional improvement.

• Resourceful. Think about target accounts as your own business - we want self-starters who are passionate about hunting for new accounts, and who thrive with the freedom and accountability of leading their portion of the business.

• Proactive. Understand our mission and do the work required to drive us to that goal, by following a process and being creative.

• Communication. You must exhibit outstanding written and verbal communication skills. Communication is the lifeblood of both internal and external relationships. Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.

• Team. Nothing we do is done in isolation. Success depends on your ability to work as a team both within Toptal and within your client accounts.

• Ownership. Exhibit ownership of accounts, successes, and failures.

• Problem Solver. Life throws in minor challenges beyond the primary problems this role is meant to solve. You must have the ability to take those in stride and persist despite setbacks.

• Prioritization. The nature of this role requires that you understand the priorities and timelines associated with each of your accounts and execute appropriately with those in mind.

• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.

• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

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